![]() LinkedIn’s sales team also takes advantage of the LinkedIn CRM Sync feature in Sales Navigator to automatically save their leads and accounts, and log Sales Navigator activity to CRM with a click. These are just a sampling of ways LinkedIn sales pros more efficiently get closer to prospects using Sales Navigator. I’m not pitching.” Sales Navigator Equips Sales Pros for Success in Numerous Ways I use that as a way to get the conversation into email. “Perhaps I saw something in their profile or about them in the news. Schwartz also takes advantage of these insights. Here’s how Brent Hicks, Global Account Executive describes the value: “It’s like I have a strong pulse on what’s going on within a company, what its employees are discussing." Sales Navigator also alerts users about buyers’ activities on LinkedIn, such as sharing content, commenting on a post, or even being mentioned in the news. Based on the previous relationship, he asked for and got a referral. LinkedIn Relationship Manager George Lukaszewski found another pathway by using Sales Navigator to keep tabs on engineers that had worked at a company he closed but then moved to a different company. LinkedIn’s sales team uses this to find the best path for introductions. Sales Navigator’s TeamLink feature automatically shows connections between prospects and your coworkers. The challenge is finding a way and reason to engage. Identifying the best prospects is important but meaningless unless you can connect with them. By filtering on this criterion, I’m able to immediately narrow my prospecting to more fruitful parts of the whole territory.” Position Yourself for Meaningful Interactions “It’s a unique insight that I think only LinkedIn provides. In another instance, LSS AE Kaan Akkanat focused his prospecting by filtering on head count within recommended leads. I’m now in charge.’ So now we’re back in conversations.” So I reached out to this new contact at the account, and he said, ‘The MD actually left. Then I got a Lead Recommendation through Sales Navigator. I followed up multiple times with no luck. After we ran a pilot program with them, I couldn’t get in touch with the managing director. This feature can prove useful in unexpected ways.Ĭonsider the experience of Rae Jones, Sales Solutions AE. The LinkedIn sales team also loves that, based on their history, Sales Navigator makes intelligent suggestions about potential leads. As Dave Schwartz, Senior LMS AE says, “Advanced Search in Sales Navigator revolutionized the way I’m able to prioritize accounts and lay out a structured plan of attack, making it far easier than mapping to an annual report.” Take Advantage of Lead Recommendations “With Advanced Search it is very easy to narrow down the people you want to talk to in certain industries and in certain geographies and with certain seniority levels as well,” explains Pamela Tsao, LinkedIn Sales Solutions Consultant.Īccording to LinkedIn’s sales reps, Advanced Search provides a real edge by making it possible to map the buying committee - a must in the world of complex B2B sales. Using Sales Navigator’s Advanced Lead and Company Search, LinkedIn’s sales pros quickly zero in on the right accounts and buyers. They’re winning at higher rates and closing larger deals. That’s where Sales Navigator users truly shine. If you’re thinking, okay that’s great and all, but the numbers that truly matter are those tied to the bottom line, you’re right. Sales Navigator users also see their InMails accepted at 5x higher rates than cold calls. They view four-and-a-half more decision-maker profiles, and connect with twice as many of them. LinkedIn’s research shows that reps who use Sales Navigator perform better than their colleagues, on many counts. Nothing speaks louder than numbers in the sales world. So how do successful sales pros get closer to their prospects with efficiency? Let’s explore a few ways LinkedIn’s sales team uses Sales Navigator - and hear in their own words why it’s their must-have prospecting resource. Do it efficiently and it’s even a better use of your time. Do this successfully and it’s time well spent. Yet it takes time to identify and engage prospective buyers. The one thing sales professionals never have enough of.
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